Hoping to Hire Agents in the New Year?

(Boonton, NJ, February 2, 2016) —
For the past two years, DeAnn Golden has been hiring
agents at a rapid pace.

Golden, a recruiter for Berkshire Hathaway HomeServices
Georgia, landed more than 50 agents a year during 2014
and 2015. One of her secrets? Making warm calls.

"I was never someone who liked to cold call as an
agent," Golden says. "Likewise, I don’t like to
make a recruiting call a cold process." Instead, she seeks out referrals from agents already at her company.

Golden is a successful recruiter in part
because she tackles the task in a way she enjoys, says
David Knox, a former broker who now works as a coach
and speaker.

Too many brokers fail to recruit because they simply
don’t like it. Instead, "Treat it as a game." Knox
says. "Recruiting really needs to be fun."

Making recruiting a chore is just one common error.
Another typical blunder? Immediately shifting into
hardsell gear.

"Managers make the same mistake in recruiting
interviews that agents make in listing
presentations," Knox says.

Instead of launching into a sales pitch during
recruiting interviews, you need to focus on asking
questions. You want to see if the agent is a fit for
your company and culture.